Questions to help direct your study for the upcoming exam. On the exam, be sure to demonstrate your complete understanding of all of the issues associated with each question – more information is generally better as long as it is relevant and based on course material.

SPELL EVERYTHING OUTBRING A BLUE BOOK TO THE EXAM

  1. Consider “groupthink’ and the video we watched on this topic. Be sure to identify the symptoms of groupthink and discuss ways groupthink can be minimized ore avoided.
  2. Consider the article ‘How Management Teams Can Have a good Fight.” Based on this article and in-class discussion, explain the recommended approaches for helping to ensure that conflict is productive.
  3. Identify and describe each of the five conflict handling styles/conflict handling intentions as outlined during class (slides) and also described in the text using slightly different labels. What style did Thomas Green seem to use in the conflict with his boss? Was it helpful? Apply each of the five-styles to suggest different ways Green could have respondeded. Which style might you suggest Green use instead – why?
  4. Which conflict handling style best describe Donna Dubinsky’s approach when 1) the JIT idea first surfaced and during 2) the task force meetings? How effective were these styles at each of these points? Defend your points. What other approach (es) might you suggest for Donna at each of these points in the case?
  5. You received what you consider to be a great offer for the car you are selling. Should you accept this first offer from the potential buyer? Demonstrate your knowledge of the psychology surrounding the question of whether or not you should accept first offers and related issues.
  6. The “blue buggy” negotiation was a distributive negotiation with a negative bargaining zone/Zone of Possible Agreement. What does that mean for the parties involved? What should they be aware of? How might you convince a seller to make a deal below his or her reservation price?
  7. The coffee contract was an example of a distributive negotiation with a positive bargaining zone. What does that mean for the parties involved? What should they be aware of? Specifically, in terms of strategy, identify all of the key approaches described in class and on the powerpoint slides that should be used if you are going to improve your chances of getting the biggest part of the pie. Consider offers, counteroffers, concessions, reservations prices, and target prices for sure.
  8. Please define the term BATNA and describe why it matters. What can you do/what approaches should you take if you have a weak BATNA?
  9. The Bio-Pharm/Seltek negotiation involved a compatible issue. What was it? How can compatible issues be used strategically? What are the advantages and disadvantages of trying to use a compatible issue strategically (to your advantage).
  10. The ‘New Recruit” negotiation involved three different categories of issues: Compatible, distributive, and integrative. Briefly define each type and their importance to negotiations. Now, focus on integrative issues and how you should approach these in negotiations. For example, identify the importance of contingent concessions, logrolling, knowing and valuing your interests, etc..When it comes to these types of issues why is compromising like “leaving money on the table?” – Why would you do worse if you simply compromised on each of these issues? What is the point of a) contingent concessions b) making multiple offers simultaneously?What is meant by a post-settlement settlement? How should it work?
  11. Consider ‘The Sluggers Come Home” negotiation. What is a flinch? How should respond to it? What is a nibble? How should you respond to it? What can you do to help move a negotiation forward if you reach an impasse? Use examples from “The Sluggers Come Home” in your response.